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A very successful sales professional explained that while many of his competitors interact with prospects or customers every 2-3 months or so, he spends a great deal of time engaging customers and prospects in-person and over the phone. He often reaches out just to touch base and perhaps help an engineer on a design question that may or may not be directly related to my friend's particular part. Very often at some point an idea comes up in conversation that turns into a sale.
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